362 



THE BEE-KEEPERS' REVIEW 



there are children, some missionary 

 work ought to be done. 



York's leaflets are good for nearly all 

 cases, but there ought to be a leaflet 

 issued on purpose for those hard- 

 hearted old heathen who refuse to get 

 honey for their teasing children. 



That they may learn what your bus- 

 iness is, all are pleased to see you the 

 first time over a route, and it is very 

 pleasant. The second, and all subse- 

 quent times, you go only where you 

 have business, and this ought to give a 

 peace of mind that never comes to the 

 ordinary mortal, who peddles potatoes 

 and apples by the peck, and who has 

 to judge of his chances for success by 

 the looks of a house on the outside 



Besides putting down the amounts 

 paid, or unpaid, against the name or 

 house number, on your book, put 

 down all numbers for "calls" on your 



next trip, and in their natural order. 

 Commit names and numbers to memory 

 as soon as possible. 



Be neat, courteous and expeditious, 

 and go through your work with vim 

 and earnestness. There is something 

 about the action of a hustler that 

 stimulates other people to action. No 

 two are alike. Go at each one differ- 

 ently. Don't ask them if they "want 

 to buy some honey." Of course they 

 don't until you make them want what 

 you have, and then they will buy with- 

 out asking. Don't beg for buyers. 

 Be independent. 



I repeat, that it takes two days to 

 work up a one-day route. In a short 

 time j'ou can add another. Three 

 one-da.y routes should consume 500 

 pounds weekly, or 15,000 pounds in 

 thirty weeks. 



Chp:boygan, Mich., Aug. 22, 1904. 



-HCOtHITSi^ 





BY A. W. SMITH. 



MR. Editor, I have just read Mr. 

 Townsend's article, (Page 326). 

 on how to get better prices for honey. 

 Usually I consider anything from his 

 pen of great value to bee-keepers, but 

 in this case it seems to me he is away 

 off. In one breath he says, "sell your 

 own honey" (which I think is sensible 

 advice), in the next he says, "the 

 commission man is here to stay, and 

 fills a niche we can ill affurd to dis- 

 pense with." He says the most prac- 

 tical method for the bee-keeper, no 

 matter where he lives, is to sell his 

 honey to the commission man's cus- 

 tomers. Ivet me tell you the bee- 

 keeper can't do this. If he attempts it 

 he will find the commission man will 



beat him every time. And why 

 shouldn't he ? He has nothing in- 

 vested, but has a few tons of Mr. 

 Townsend's honey on commission. It 

 was sent to him to sell, and it will be a 

 safe bet that he will get rid of it. I 

 would just like to see Mr. Townsend 

 get any of the commision man's cus- 

 tomers. I will guarantee that he 

 would find it hard sledding. This 

 more particularly refers to comb 

 honey, as commission men handle com- 

 paratively little extracted honey, be- 

 cause buffers, as a rule, have not confi- 

 dence enough to buy it of them. Mr. 

 Townsend speaks of another middle 

 man, the spot-cash buyer, but he kills 

 him off at a single stroke of the pen — 



